The Sales Hunter

SEPTEMBER 16, 2014

Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […].

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Most Critical Skill Gaps. Field Sales vs. Inside Sales. What This Means for Sales Managers.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Jeffrey Gitomer

MAY 7, 2013

The post Jeffrey Gitomer’s Deal of the Week #600 – Celebrating Sales Caffeine appeared first on Jeffrey Gitomer’s Sales Blog.

Selling Skills 178

Selling Skills Objections Video Training 178

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. You can secure repeat sales from existing customers if you follow the 2/2/2 rule.

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Customer Cold Calling Customer Service Consultative Selling 269

criteria for success

MAY 24, 2022

Looking for sales training ideas to implement during your next team meeting? When you read “sales training ,” you probably think of an offsite retreat. You picture you and your team are sitting in a conference room somewhere for one or two days learning new processes, techniques, and methods for selling.

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Meeting Training Face-to-face Objections 97

Jeffrey Gitomer

MAY 21, 2013

The post Jeffrey Gitomer’s Deal of the Week #602 – Sales Revival CD Set appeared first on Jeffrey Gitomer’s Sales Blog. Overcoming Objections Productivity Sales Jeffrey gitomer Real World Sales sales blog sales skills sales training selling skills'

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Selling Skills Objections Training Sales 157

The Sales Hunter

JUNE 20, 2013

Sales is all about getting the customer to talk, so doesn’t it make sense to ask short questions? Your objective is to make sure the questions you ask are ones of this type to allow the customer to become engaged in a conversation with you. . Copyright 2013, Mark Hunter “The Sales Hunter.” Sure it does.

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Selling Skills Consultative Selling Up-Sell Follow-up 234

Jeffrey Gitomer

APRIL 29, 2011

If you get my weekly email magazine sales caffeine, you know it is all about sales help. Here is a video testimonial I recently received from an Ace of Sales customer: Melissa from Hard Target Mixed Martial Arts in Charlotte, NC uses Ace of Sales to build relationships and keep them. Get Sales Blog Updates.

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iContact Hiring Social Media Loyalty 284

The Sales Hunter

OCTOBER 12, 2014

First, you must know what your objectives are before you […]. Blog Networking Professional Selling Skills Sales Development Training Sales Motivation Sales Training dreamforce networking' 130,000 people encompassing virtually every hotel in San Francisco area.

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Hotels Networking Selling Skills Motivation 213

The Sales Hunter

JUNE 14, 2016

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Ask the customer to share with you more insight as to why they raised the objection. Here are 10 responses to consider: 1. I always say it’s not the […].

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Objections Customer Customer Service Consultative Selling 100

The Sales Hunter

DECEMBER 30, 2014

Rather than basing goals and objectives on how the current year finished, why not do […]. Blog Professional Selling Skills Sales Motivation 2015 goal setting goals radical change' I get toward the end of the year and I assess the year that is about to be gone — and then I plan for the year ahead.

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Selling Skills Motivation Objections Sales 205

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Objective of the calls is three-fold. Third objective is being able to get a meeting during difficult periods. Copyright 2013, Mark Hunter “The Sales Hunter.” It’s your business.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

JULY 17, 2013

Sure, you may know quite a bit more than your customer, but if you don’t learn to pause at the right time, you may lose the sale. Just because this might be true doesn’t give the saleseperson the right to assume the sales call is their time to play “conquer the enemy.” ” Sales Motivation Blog.

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Cold Calling Customer Service Consultative Selling Negotiation 244

The Sales Hunter

JUNE 25, 2013

Their objective isn’t to take advantage of you, even if it does feel that way at the time. Their objective is to help reduce the cost of buying for their company. Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

OCTOBER 25, 2013

Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership. With each person with whom I’ve worked, it is amazing to me how the demonstration of sales leadership makes a huge impact.

Sales Leadership 223

Sales Leadership Maximizer Selling Skills Motivation 223

The Sales Hunter

FEBRUARY 11, 2014

Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. Your objective is to gain a new piece of information from them that will earn you the ability to contact them again.

Prospecting 273

Prospecting Face-to-face Selling Skills Up-Sell 273

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. That is the objective, so let’s engage them with a discussion.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

JULY 26, 2013

CEOs who stand on the side and don’t think they need to be involved in sales other than discussing the business with the VP of Sales in a weekly meeting are failing to understand their role. CEOs must be engaged with sales and understand what is happening in the marketplace. ” Sales Motivation Blog.

Sales Leadership 234

Sales Leadership Selling Skills Sales Motivation 234

The Sales Hunter

JULY 8, 2013

I’m going to throw a wrench into this belief and do it all for the sake of creating sales motivation and getting the week off to a great start. Your first call should be to a customer who you like and likes what you sell. It can be amazing what this does for your sales motivation when you do this first thing Monday morning.

Motivation 224

Motivation Selling Skills Positioning Objections 224

The Sales Hunter

AUGUST 5, 2013

Do you really think your customer wants to sit through your boring sales presentation? The objective of a sales call is to have a discussion with the customer. The objective is to engage them and find out their needs. The more engaging you are with the customer, the more likely you will be in closing the sale.

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Closing Consultative Selling Motivation Selling Skills 198

Jeffrey Gitomer

MAY 20, 2013

A thought, an idea, an article, a brochure, a sales presentation, a customer testimonial, or a little kid sliding down a slide. The post Jeffrey Answers a Question about Overwhelming Prospects with Data | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog. Take video of something every day.

Data 206

Data Prospecting Video Social Media 206

The Sales Hunter

AUGUST 30, 2013

If you want to strengthen your sales leadership skills, though, these types of meetings are exactly the situations you need. Identify key objectives of the company. The CEO is only interested in “investing” in products and services that better equip the company to meet its objectives.

Sales Leadership 204

Sales Leadership Meeting Transportation Consultative Selling 204

The Sales Hunter

DECEMBER 9, 2013

And if we can get the two to equal, then we have a sale. The challenge we have as salespeople is to accept that the selling concept of “price equals value” is just that a myth. The objective we have as salespeople is to present a compelling value picture for the customer. ” Sales Motivation Blog.

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Selling Skills Maximizer Benefit Motivation 225

The Sales Hunter

NOVEMBER 14, 2013

In fact, great salespeople love to hear rejection early on in a sales call, because they know the most valuable asset they have is their own time. The number one part left off a sales presentation is the close. . In fact, many times they will move rapidly in a sales presentation to the point where the customer may tell them “no.”

Customer 196

Customer Selling Skills Proposal Intent 196

The Sales Hunter

JULY 1, 2013

It’s time to reveal the secret of sales leaders who are at the top o f their game. It’s time for you to become an opium user too, if you expect to become a high-performing sales leader. Using OPiuM in your role as a sales leader allows you to move far beyond what would normally be possible. How can you engage them?

Consultative Selling 193

Consultative Selling Motivation Selling Skills Sales Leadership 193

The Sales Hunter

FEBRUARY 7, 2014

My trips were all scheduled around sales call and client update meetings, as well as a board meeting and a networking breakfast. Regardless of what circumstances arose, there was still an objective to be accomplished. First, as a sales leader, we have to make sure we know what the objective is. Things do come up.

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Cancellation Leads Marketing Qualified Lead Call-back 196

The Sales Hunter

MARCH 31, 2015

You’re nervous you’re going to lose another sale and you wonder what to do. Blog Breakthrough Sales University pricing Professional Selling Skills breakthrough sales university discount discounting handling objections objections price' Your best solution is not to cut your price.

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Discount Customer Selling Skills Objections 100

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. When choosing a sales training partner, start small and work your way up. You can always upgrade later.

Training 62

Training Face-to-face Education Negotiation 62

The Sales Hunter

APRIL 9, 2013

We talk about the need to be productive, yet we find ourselves conducting sales meetings that are a waste of time. If the time and money is going to be spent bringing the sales force together, then the focus must be on something that is going to create change. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Sales Meeting Meeting ROI Motivation 193

The Sales Hunter

MAY 3, 2013

For sales managers, it is many times when they send out emails to the team letting them know about things and laying the groundwork for what is expected in the week to come. Many times for sales managers, they don’t understand how their emails are being received. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 184

Sales Leadership Selling Skills Motivation Google 184

Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. In doing so, you remain in control of the sales situation. And stay safe out there!

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Face-to-face Call-back Objections Gatekeeper 157

The Sales Hunter

OCTOBER 17, 2013

When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Take a look at your sales process.

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Strategy Cold Calling Consultative Selling Margin 241

The Sales Hunter

JANUARY 28, 2014

Undoubtedly, you have a quota or objective to meet, and for many salespeople it’s not just a volume amount, but also a dollar amount. Objective for most salespeople is to ensure their sales reach a specific dollar amount. The best way to do this is to minimize the use of discounts and maximize the revenue from each sale.

Discount 185

Discount Selling Skills Objections Maximizer 185

The Sales Hunter

OCTOBER 30, 2013

Objective is to be able to take each goal and learn something new from it you can then apply to something else. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Professional Selling Skills Sales Motivation goal setting goals sales motivation'

Motivation 243

Motivation Selling Skills Account Objections 243

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. At what point during the sales process are they doing this? Copyright 2013, Mark Hunter “The Sales Hunter.”

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Customer Direct Response Selling Skills Motivation 250

MTD Sales Training

NOVEMBER 26, 2019

Now, if you have been taught to up-sell or add another product onto that sale, it is unusual for people to spend more than 25% more than what they have just invested. Cross-selling and upselling are similar in that they both focus on providing additional value to customers , instead of limiting them to already-encountered products.

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Up-Sell Insurance Insurance Comparison 173

The Sales Hunter

JULY 11, 2013

Your objective in peeling an onion is to get to the good part. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you. On your next sales call, focus your questions on what they’ve already told you.

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Cold Calling Consultative Selling Follow-up Selling Skills 204